How to Lead with an Assessment with Bruce Scheer and Paul Roberts

Unlock the secrets to leveraging business value assessments in your sales strategy. Join Bruce Scheer and Paul Roberts as they delve into the transformative power of assessments to drive growth and build trust. - Importance of assessments in aligning decision-makers and strategic planning. - Phases of successful assessments: information gathering, analysis, and recommendations. - Role of high-quality presentations in risk management sectors like finance and healthcare. - Establishing trust and mutual commitment before conducting assessments. - Monetizing assessments and ensuring their value is clearly communicated to clients. 00:00 Bruce Scheer discusses value selling with Paul Roberts. 04:15 Stand apart with improved sales and experience. 09:10 10-dimension self-assessment with personalized improvement report. 10:44 Assess options and compete with consulting firms. 15:41 Need proof through assessment before considering big change. 20:24 Peer-to-peer selling maximizes client outcomes effectively. 24:05 Client bypassed vendor, directly chose AWS instead. 25:02 Assessments can be valuable and rebated tools. 29:45 Broaden assessments beyond products for customer clarity. 31:45 Try the free online value assessment tool.